Field Sales Representative (Atlanta)

New Realm Brewing Company

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POSITION: Field Sales Representative - Atlanta

REPORTS TO: Sales Leader – Southeast

EXTERNAL POSTING DATES: 04/16/2018-04/30/2018

POSITION SUMMARY: New Realm Brewing Co. (NRBC) is hiring a Field Sales Representative (FSR) for the Atlanta territory.  The FSR is a full-time salaried position that is focused on growing sales, increasing brand presence, promoting and fostering brand loyalty, and ensuring product quality.   These focus items are achieved through building key retailer relationships and collaborating with our distributor partners in the Atlanta territory.  The FSR acts as NRBC’s ambassador of brand quality, portfolio champion, and vocal leader in the marketplace and with our distributor.  If you are passionate about craft beer (especially New Realm beers), creative, have a friendly, outgoing personality, like to travel and work independently, and are not afraid of hard work, then this is a great position for you.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

  • Helps execute the Market Plan as set forth by the Sales Leader which includes:
    • Volume targets
    • Targeted account distribution (simple and multiple) by brand and package
    • Retail partner call frequency on high volume targeted accounts
    • New on/off retailer placement monthly targets
  • Develops “preferred supplier status” with all retailer partners:
    • Develops and maintains strategic partnerships with key on/off premise accounts in territory
    • Develops and maintains relationships with all key decision makers and influencers in designated accounts through frequent, quality sales calls
    • Communicates all reasonable & cost-effective brand support needs in area and keeps all parties informed about new products and events at NRBC
    • Provide appropriate sales collateral, as needed
  • Ensures that NRBC’s product portfolio receives appropriate focus with our distributor partner:
    • Understands each distributor’s organization and builds rapport with all members of management and the sales team
    • Attends monthly and quarterly sales meetings, drives program development and implementation, and promotional calendar development
    • Communicates sales data and market relevant insights with distributor partners
    • Implements key brewery initiatives with distributor(s) and retailers
    • Identifies sales opportunities through new or expanded distribution, lost sales, incremental volume increases, and other business insights using available data tools, becoming an expert in the use of those tools
    • Conducts sales calls with distributor representatives, securing sales through new placements and driving consumer pull-through via promotions and events
    • Provides sales sheets, POS, beer samples, etc. to effectively promote sales of NRBC products, new brand launches, seasonal offerings to help distributor team build consumer acceptance of NRBC products
  • Plans and executes fun and engaging on and off premise promotions and events. Minimum of 4 on premise and 4 off premise are required monthly, in addition to coordinating the use of brand ambassadors (if applicable).
  • Understands pricing of all NRBC products plus general pricing of top craft and import beer competitors in market by maintaining a monthly price survey
  • Assists in training retailer & distributor staffs and consumers about our story, our vision, our beers, and our culture
  • Assists Sales Leader in communicating NRBC objectives, policies, and procedures to retailer and distributor partner(s), including product quality standards
  • Ensures quality beer in marketplace through checking beer rotation in warehouse and marketplace, looking for dated or damaged product, and ensuring line cleaning frequencies are being followed.
  • Maintains NRBC brand image standards at retail/wholesale to ensure we have the look of the craft beer market leader
  • Ensures proper use of available legal point of sale items throughout assigned geographic territory
  • Attends all NRBC sales team meetings, as requested
  • Prepares all weekly/monthly reporting in a timely manner – weekly recaps, market visit recaps, expense reports, etc.
  • Understands all legal guidelines regarding the sale of alcohol products in assigned geographic territory and develops programming within those guidelines

MANAGERIAL/LEADERSHIP RESPONSIBILITIES:

  • None, other than coordinating the use of brand ambassadors (if applicable)

QUALIFICATION REQUIREMENTS:

  • Must be able and willing to travel frequently via automobile and plane
  • Must have flexible schedule and be willing to work some nights, weekends and extended workdays for promotions, events and festivals
  • Must possess a valid driver’s license, clean driving record with no restrictions and have a reliable automobile in line with company policy
  • Must have auto insurance in line with NRBC policy and expected to maintain that insurance on an on-going basis

MATERIALS/MACHINES/EQUIPMENT USED:

  • Personal Vehicle (in accordance with NRBC guidelines and having proper insurance)
  • Smartphone / Laptop

IMPORTANT SKILLS AND ABILITIES:

  • Ability to work independently with little supervision – self motivated
  • Excellent oral, written, and group presentation communication skills
  • Strong organizational, planning, and sales skills
  • Excellent time management skills – ability to oversee and manage a personal and professional calendar, with particular attention to balancing multiple deadlines at any given time
  • Strong analytical and problem-solving skills
  • Demonstrated knowledge of the three-tier system
  • Demonstrated ability to build relationships and maintain effective working relationships with distributor, retail decision makers, and all internal stakeholders
  • Demonstrated knowledge of Microsoft Office programs (Outlook, PowerPoint, Excel, Word – at a minimum)
  • High level of craft beer product knowledge and assigned market dynamics
  • Ability to troubleshoot draft issues (working knowledge)

THE IDEAL CANDIDATE WILL POSSESS:

  • This position is an entry-level position requiring a bachelor’s degree in Marketing, Business Management or similar degree program
  • Previous distributor management or craft beer supplier sales experience (2-3 years) is preferred
  • In depth knowledge of, and direct experience in, the craft beer scene in this geography

PHYSICAL REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Ability to frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50+ lbs.
  • Ability to see close-up and long-distance to drive and assess conditions in the market

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